Account Manager

Burckhardt Compression (US) Inc. is seeking a Sales Account Manager. The Account Manager is to sell all Burckhardt Compression capabilities to current and prospective customers, including field operations and maintenance of all types of rotating equipment, reciprocating compressor services, engine services / repair services, aftermarket parts and digital solution services.

The role is accountable for achieving sales goals for named accounts and within a defined geography, by growing share of existing customers through the sale of all product and service offerings and by acquiring new customers by providing consultative solutions. The role is expected to provide a mix of strategic and tactical solutions in a business-to-business selling environment. The focus is on acquisition, penetration, and retention of customers.

Responsibilities

• Researches and qualifies prospective accounts, including identifying the purchasers and key buying behaviors.
• Develops sales strategy, including comparing and evaluating services to make appropriate recommendations based on needs analysis of the prospective account.
• Executes the sale, conducting presentations, negotiating pricing, and presenting the contract to close the sale.
• Coordinates internally on both proposal development and closing the sale, including necessary reporting to management.
• Research existing accounts, identifying opportunities for expanding product offerings and ensuring accounts are managed according to Burckhardt Compression business objectives.
• Develops sales strategy, including comparing and evaluation of services to make appropriate recommendation based on needs analysis of the existing account.
• Executes the sale, including proposal development, CRM input, conducting presentations, negotiating pricing, and presenting the contract to close the sale.
• Maintains a consultative relationship with the purchasers or influencers of the existing account to ensure renewal.
• Utilizing CRM, provide up to date information on order timing, competition, visit reports and project feedback.

Education and Experience

• Possess a bachelor's degree from four-year college or associate degree from two-year college.
• 5+ years' selling in a B2B petrochemical, refinery, and gas gathering industry with responsibility for self-generated leads, and territory management.
• 5+ years' selling multiple integrated products, and services.

Special Skills

• Experience in the Oil & Gas / Petrochemical / Refinery / Gas Gathering industry selling aftermarket products and services directed towards all rotating equipment with significant technical specifications.
• A good working knowledge and understanding of various types of Electric and Gas Driven Reciprocating Compressor Equipment in the Industry.
• Experience, understanding, training and knowledge background in an Industrial Safety Culture.
• Ability to provide and manage technical quotes and processes.
• MS Office Suite proficiency with ability to develop client-ready presentations in PowerPoint and conduct basic database tasks in Excel.
• Experience using sales automation/CRM, MS Dynamics, etc. tools are preferred.
• Work well in a Team environment.
• Must be able to communicate with internal and external customers.
• Excellent problem-solving skills and detail oriented.
• Good organizational skills and ability to prioritize multiple tasks to meet schedules.